1. More Sales
7 Simple Steps

2. First work out how many sales
leads you want
Second Generate them using a
system that works
For example

3. Step 1- What’s your
monthly profit goal?
Step Sales Lead Calculator Example
For example 1 Profit Goal per month £6,000
2
3
4
5
6
7

4. Step 2- What’s your
monthly overhead cost
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
For example 2 Monthly overhead £12,000
3
4
5
6
7

5. Step 3- Calculate required
gross profit by adding step 1
& 2 together
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
For example 3 Gross profit required £18,000
4
5
6
7

6. Step 4- What is your average
sales value – (Average monthly
sales divided by average number
of invoices generated per
month) Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
For example 4 Average sales value £2,000
5
6
7

7. Step 5- Calculate the number
of sales invoices needed to
deliver the goal - Divide step 3
by step 4
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
For example 5 Number of sales invoices 9
6
7

8. Step 6- What’s your
conversion rate. For example if
you win 1 in 4 it would be 25%
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
5 Number of sales invoices 9
For example 6 Conversion rate 25%
7

9. Step 7- Calculate the number
of sales leads required by
dividing step 5 by step 6
Step Sales Lead Calculator Example
1 Profit Goal per month £6,000
2 Monthly overhead £12,000
3 Gross profit required £18,000
4 Average sales value £2,000
5 Number of sales invoices 9
6 Conversion rate 25%
For example 7 Number of sales leads 36

10. How To Generate 36 Leads
7 Simple Steps

11. Step 1- Decide how may leads you want per
month
For example 36 leads per month

12. Step 2- Decide on the lead
generation activities and results
you want from each activity
Lead Generation Activity
1 Client Referrals 2
2 Networking Events 4
3 Web Site 4
4 Seminars/Training Events 6
5 Referral Partners 4
For example
6 Direct Mail 2
7 Social Media 6
8 PR – Articles 2
9 PR – Case Studies 2
10 Joint Venture 4
Total 36

13. Step 3- Develop the processes
Input
template
For example
Output
template

14. Step 4- Make it idiot proof
For example
Id WHAT WHO WHEN HOW
Investigate networking Marketing
(1) Setting up the process Carry our a internet search
groups Assistant
Marketing On completion of the
(2) Select the best groups Select the best networks that suit the target audience profile
Assistant networking list
Marketing Before each event speak to the organiser and obtain the
(3) Seek out attendees Before each event
Assistant attendee list
Each process the attendee list to see during the event.
Select people on has
(4) Attend the event Networker On the date Ask questions from the top ten prospect template. Ask if the
resources
attendee knows any of your top 10
allocated to it next person show the connection
Before moving onto the
During the conversation with
(5) Obtain referrals Networker the list of people you know. This is to obtain referral for
other networkers
people you know, who will then seek out referral for you
Ask for the person you are talking to for their business card.
During the conversation with
(6) Obtain business card Networker If they are a hot prospect ask for a future appointment. At
other networkers
the end of the event complete the prospect score card
Marketing On return of the networker to Obtain the prospect score card and business card from the
(7) Enter data into CRM
Assistant the office networker and input into the CRM system
Marketing After sending out a Select one of the three options from the process and obtain
(8) Make an appointment
Assistant communication an appointment
(9) Attend appointment Salesman On the appointment date Use the needs analysis presentation process

15. Step 5- Train your team
to run the processes Hi, my name is Jane. My job is to
run our 12 lead generation
processes and manage our
senior people to deliver 36 leads
Your Lead Generation per month for the sales team to
Training Manuals convert into new business. I
report my results to my director
who reports to the board
Your team delivers the results

16. Step 6- Use a
dashboard to control the
results
Be in control and then ….

17. Step 7- Improve the
processes to make them
more effective
and then ….

18. 3.1 Lead Conversion
Work on your Lead
3.1.1 Sales strategy and
planning
conversion
3.1.2 Appointment making
processes
3.1.3 Appointment needs
presentation & proposal
3.1.4 Sales appointment
presentation
3.1.5 Follow up and
tracking
3.1.6 Customer service
We have some good news

19. We can systemise your
whole Business for you
Leadership &
management
Marketing Sales Operations Finance
Market Lead
Production Finance
research Conversion
Office
management
Market Reach
Management
Systems
Lead
Generation
Health &
Safety

20. 5 Core Processes
Over 100 process maps
Over 100 How to do it training manuals
Over 100 templates & tools
A control dashboard
A business development programme
and when complete you can……

21. Focus on the bigger
picture
Or even have a stress
free holiday

22. It doesn’t cost a fortune
We can make it fit your budget

23. If you think process
mapping can add value
to your business then let
me arrange an
appointment so you can
learn more
Call me on
07896 246 224